The importance of impulse purchasing behaviour in the international airport environment

Airports are unique retail environments due to the environmental and psychological issues linked with the travel process. Travellers experience feelings of anxiety, stress and excitement which make them react in unusual ways. Airport retail environments therefore differ from more day‐to‐day channels of distribution. Consequently, retailers' approaches must also differ in order to maximise performance. There is evidence of a considerable impulse purchasing effect in airport retail operations which, if understood and harnessed by airport retailers, can enhance performance. The impulse effects will differ significantly between customer segments due to both the psychological effects of the travel experience and the existence of normative traits. Retailers must create an environment that minimises inherent stress and accentuates or at least maintains natural levels of excitement, while also virtuously motivating impulse purchasing by reducing or eliminating barriers to purchase. Development of an impulse strategy, which should permeate all elements of airport retail activities, is essential for maximising performance and profitability. Copyright © 2002 Henry Stewart Publications Ltd.     

BRIDGING THE DISCONNECTION BETWEEN APPLIED RESEARCH AND PRACTICE: A REVIEW OF TREATMENTS THAT WORK: EMPIRICALLY SUPPORTED STRATEGIES FOR MANAGING CHILD BEHAVIOR PROBLEMS BY ED CHRISTOPHERSEN AND SUSAN MORTWEET

In recent years, behavior analysts have lamented a disconnection between applied research and practice. In their book, Treatments That Work: Empirically Supported Strategies for Managing Child Behavior Problems, Christophersen and Mortweet (2001) have attempted to bridge this gap for medical and behavioral health providers alike by describing empirically supported treatments, derived from behavior therapy and its application, that are specifically designed for challenging problems commonly seen in typical children. The book is clearly intended for both primary care physicians and behavior therapists, and in this article, we review the extent to which the book meets the needs of each. Discussion centers on the extent to which the book can meet the need for both technical precision and conceptual breadth in training of behavior therapists. We conclude that, in making explicit the connections between research and practice, the authors have provided a useful clinical teaching tool and have also raised important questions about how best to establish collaborative relationships with physicians and promote the use of behavioral technology in primary care.     

Generating leads with sequential persuasion: should sales influence tactics be consistent or complementary?

Firms are becoming increasingly systematic in sales lead generation activities and recognize that multiple interactions are often required to generate leads and to reassure buyers of the benefits of an offering. However, the literature is contradictory regarding what types of persuasive messages should be used across these multiple interactions. This paper investigates what combination of sales influence tactics (SITs) should be used when customers are approached more than once regarding the same offering, that is, sequentially. Should the SITs be consistent (the same), or complementary (different)? Consistent vs. complementary SIT approaches were tested in two field experiments, one with an electronics manufacturer in a single communication channel setting and one with a financial services provider in a cross-channel setting. The results supported our hypothesis and indicated that the use of complementary SITs across interactions, regardless of the order, increases lead conversion.     

Familiarity breeds contempt: perceived service and sales complacency in business-to-business relationships

Relationship marketing and its strategic focus on long-term exchanges is an engrained practice in today’s business-to-business (B2B) environment. B2B relationships are important given the reciprocating benefits they offer to offset the resource-intensive investments necessary for relationship initiation and maintenance. However, the reality of the marketplace shows customer defection rates remain a concern, dark side relationship mechanisms emerge as exchanges persist, and suppliers shirk on investing the effort necessary to service their customers. Research is needed to better understand customer defections and the nuanced assessment of perceived supplier complacency in B2B service relationships. To inform this research agenda, the authors assess depth interviews with 56 executive participants across 35 post-mortem customer defection cases. Findings identify thematic representations of perceived supplier complacency within the customer-supplier service provision (i.e. service complacency), as well as during the sales renewal process (i.e. sales complacency).     

Effects of loading modes on densification efficiency of spark plasma sintering: sample study of zirconium carbide consolidation

Theoretical studies on the densification kinetics of the new spark plasma sinter-forging (SPS-forging) consolidation technique and of the regular SPS have been carried out based on the continuum theory of sintering. Both modelling and verifying experimental results indicate that the loading modes play important roles in the densification efficiency of SPS of porous ZrC specimens. Compared to regular SPS, SPS-forging is shown to be able to enhance the densification more significantly during later sintering stages. The derived analytical constitutive equations are utilised to evaluate the high-temperature creep parameters of ZrC under SPS conditions. SPS-forging and regular SPS setups are combined to form a new SPS hybrid loading mode with the purpose of reducing shape irregularity in the SPS-forged specimens. Loading control is imposed to secure the geometry as well as the densification of ZrC specimens during hybrid SPS process.     

On self-referencing differences in judgment and choice

Compared to judgment, choice is argued to elicit more self-referent processing and thereby produce greater subsequent recall of evaluated information. This response mode effect is shown to be dependent upon sufficient visualization to overcome the use of heuristic processing during choice. When visualizing prior to the task, choice leads to increased thinking about personal consumption occasions relative to judgment, leading to enhanced recall of vivid (vs. non-vivid) attributes. This proposed interaction of task and visualization was found in two experiments that assessed incidental recall following a choice or judgment task. In experiment 1, participants recalled more vivid product attribute information after choosing between options than after rating each option separately, but only when instructed to visualize during evaluation. To eliminate a comparison-based explanation of this effect, a second experiment was conducted that presented only one option in each category. Participants who evaluated their intention to purchase the option (a judgment equivalent of choice) demonstrated greater recall of vivid product attribute information than did participants who rated their liking for the option, and this recall difference was again moderated by instructions to visualize.     

中国企业伦理建设中的血缘亲情模式分析——企业伦理模式研究之三

企业伦理模式是企业在长期经营实践中所形成的价值共识和文化积淀的产物,是企业伦理个性特征的表现结构,从本质上说是一种文化模式,具有唯一性和不可复制性。企业血缘亲情模式是当代中国众多企业伦理模式中的一种。其特征主要表现为以情为核心、以服从为基本规范、家庭道德高于制度理性。这种模式在企业发展的初期无疑具有积极的作用。但随着企业的发展壮大,如果不从产权上完成向现代企业制度的转换,或者在内部进行微调,血缘、亲情就会被放大或固化,从而成为企业发展的制约因素。